t LIBRARY OF CONGRESS. # 



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AGENTS' MABUil 






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' INTERNATIONAL 



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CDIFi-IY 






1809 ; 

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OFFICES: 

COR. OF WASHINGTON AND MONTGOMERY STS., 

JERSEY CITY, N - . J. 

1869. 



Entered, according to Act of Congress, in the year 1869, by The International Life 
Insurance and Trust Company, in the Clerk's Office of the District Court of the United 
States for the District of New Jersey. 




D. Appleton & Co., Stationers, 90, 92 and 94 Grand Street, New York. 



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^© 

•Is 

THE INTERNATIONAL 

LIFE INSURANCE AND TRUST COMPANY, 

Corner Washington and Montgomery Streets, Jersey City, N. J. 



OFFICERS AND DIRECTORS. 

A. O. ZABRISKIE Chancellor of State of New Jersey. 

HENRY S. TERBELL of H. S. Terbell & Co., New York. 

JAMES A. WILLIAMSON of James Bishop & Co., New York. 

DANIEL S. APPLETON of D. Appleton & Co., New York. 

BLAKELEY WILSON Pres. 2d National Bank, Jersey City. 

D. JACKSON STEWARD 150 Fifth Avenue, New York. 

HOSEA F. CLARK Pres. of Common Council, Jersey City. 

E. A. HAYT of E. A. Hayt & Co., New York. 

NELSON DUNHAM Treasurer of Savings Institution, New 

Brunswick, New Jersey. 



E. A. HAYT, President. 
JAMES A. WILLIAMSON, Vice-President. 
CHARLES D. DESHLER, Secretary. 
JAMES C. MIX, Superintendent of Agencies. 
M. A. MILLER, M. D., Medical Examiner. 




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PART I. 



A 



D Y I C E T 



O A 



GENTS 



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TO THE AGENTS 



tii in miiinflEAft 

m insurance awl jj/ust flampang. 



The diffusion of knowledge relative to life insurance, among 
the people, the correction of errors that may prevail among them 
regarding it, and the dissemination of more correct views upon a 
subject of such great importance, are cardinal objects which every 
sound Life Insurance Company has earnestly at heart, and toward 
which it directs a great expenditure of effort. 

These important ends are sought to be attained mainly 
through the instrumentality of live, intelligent, and enterprising 
Agents, and by their intercourse with and personal appeals 
and representations to the people of the territory to which they 
are assigned. It is the agent who is to kindle the spark and 
feed the flame of knowledge respecting the operation and ra- 
tionale of Life Insurance. Upon him nearly every thing depends. 
If he be lazy, or listless, or incompetent, nothing will be accom- 
plished ; while, on the other hand, if he be active, ingenious, 
and indefatigable, there is no limit to the results he can con- 
trol. If the agents of a company are of the former class — spirit- 
less and inefficient — it will drag its slow length along, requiring 
years to effect what ought to have been accomplished in months. 
But if they are like the latter — wide awake, spirited, and efficient 




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AGENTS' MANUAL OF THE INTERNATIONAL 



— its business can be rapidly extended, almost indefinitely, to the 
public benefit and their own advantage. 

It is, therefore, of the first importance to every bona fide and 
well-regulated Life Insurance Company, that its Agents be thor- 
oughly posted and well trained in the working details of their 
profession ; that they be good judges of men, and of the best 
modes of influencing human action. Many of the -Agents of The 
International Life Insurance and T-rust Company are fully up 
to this standard, and need little further assistance. What they 
know is the fruit of long practice and a wide experience. The 
practical suggestions, therefore, which follow, are not intended 
for them ; but it is characteristic of their class and kind that 
they are ever ready to appropriate and profit by the judgment 
and experience of others. An accomplished Agent is ever eager 
to learn, and is always learning. He neither asks nor cares who 
is his teacher : whether he be a novice or an expert is all one to 
him, so long as he knows something that is worth knowing. To 
use the language of an old proverb — " All are fish that come to 
his net." There are, however, numbers among those who are 
honorably exerting themselves in the cause of Life Insurance, as 
Agents of this Company, who are desirous of rapidly acquiring the 
greatest attainable proficiency in their calling. To these we 
specially dedicate what follows, and express the hope that it may 
prove of substantial service to them in extending the sphere of 
their influence and in advancing our conjoint interests. 

What mtxstitutes a Utxtxtl $$£»t ! 

He must have Faith in his Company. 

Ko Life Insurance Agent can expect to be successful in the 
prosecution of his business, unless he has complete confidence in 
the responsibility of the Company which he represents, and is 
thoroughly persuaded of the benefits and advantages attending the 
practice of Life Insurance. If he has not this faith in his Com- 
pany, he cannot impart it to those whom he seeks to insure. 



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LIFE INSUEANCE ANI3 TKTJST COMPANY. 7 

But if he is able, conscientiously and unreservedly, to commend 
his Company, he will cause those whom he addresses to reflect 
his own feelings and to share his confidence. So again, if he is 
not convinced in his own mind of the great benefits which Life 
Insurance secures, he cannot reasonably expect to impress its 
advantages upon others. He must first believe in it himself, in 
order to make those whom he would influence believe in it also. 

The International Life Insurance and Trust Company 
therefore invites and urges those who are acting as its agents to 
make the fullest and most searching inquiries as to the responsi- 
bility of the Company, the standing of its officers and directors, 
and the wisdom and security of its various plans. If there is the 
shadow of a doubt, let it be cleared away, so that your action may 
be free and unimpeded by it. Full responses will be cheerfully 
made to any such inquiries if addressed to the Home Office. 

He must give his Time. 

It is essential that an Agent should give the necessary time and 
attention to the business. To use a common saying, he must have 
life insurance " on the brain." Whenever he sees a man, his first 
thought should be, " Is he insured ? Cannot I insure him ? " 
And he must at once act practically upon the thought, by choos- 
ing an early and favorable opportunity to present the claims and 
merits of his Company to the party. As to this " favorable op- 
portunity " of which we speak, a good Agent will be able to do 
much to create his own opportunity — by proper introductions, or 
by a due exercise of tact and discretion. 

He must work for one Company only. 

As his business will demand and amply compensate him for 
devoting to. it all his time, so he must not fritter away his oppor- 
tunities by a divided allegiance. He must act for one Company 
only if he would act efficiently. Either the results which he ac- 
complishes, being distributed among two Companies, will make 

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8 agents' manual of the international 

him of little value to the one or the other ; or, he cannot present 
the claims of either with any measure of earnestness if his prefer- 
ences and exertions are divided between two Companies. He will 
infuse his own hesitation and irresolution upon those he can- 
vasses, and will get comparatively nothing for his pains. 

He must have Faith in Himself. 

While an Agent must have faith in his Company and in the 
principle of Life Insurance if he would achieve success, so he 
must also have faith in himself if he would impress other men 
favorably. To this end he should cultivate energy and decision 
of character, strength of purpose, and quickness of perception. 
For his principal business will be to persuade to his way of 
thinking those who are wavering and undecided. He must incline 
the balance by the exhibition of a stronger will than theirs. If 
he be timid, feeble, and irresolute himself, he will never convert 
others to decisiveness and resolution. He will be fully as apt to 
receive as to give impressions ; whereas the secret of his trade is 
to make impressions which will influence action. 

But do not let us be misunderstood. Loudness of speech, 
the "gift of gab," and an impetuous and boisterous mode of ex- 
pression, are far from being tokens of a resolute spirit and strong 
will. Most commonly, great weakness and shallowness are, the 
rather, betokened thereby. A man of iron will and invincible 
energy may also be — nay, he usually is — quiet and unassuming 
in his demeanor. Under an affable and gentle bearing, there- 
fore, cultivate steadiness of purpose, an inflexible resolution, and 
a will that never tires or gives up. Acquire these essentials, and 
then, if you master the details of your business, you will come 
across few men whom you may not master also, to the extent 
that you need. And if to this you add a conscientious conviction 
that men will be materially benefited, their families blessed, and 
society ameliorated by the beneficent business of which you are 
the advocate, you need not fear to look any man squarely in the 
face, and courteously to challenge his attention and scrutiny. 

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LIFE INSUKANCE AND TEUST COMPANY. 



I 



He must not be easily discouraged. 

An Agent must not be easily discouraged. He must be patient 
under disappointment. He must train himself — as Mark Tapley 
did — to become jolly under discomfitures. If his overtures are 
declined at one time — as undoubtedly they will be again and 
again — he must make up his mind to try again, and console him- 
self by the hope that he will have " better luck next time." 
Men's moods and temperaments vary at different times ; and it 
often happens that a refusal, made in a moment of indifference or 
irritation, if received with imperturbable good-nature, is succeeded 
by a successful result, under a changed frame of mind and more 
favoring circumstances. 



He must post Himself as to his People. 

An Agent will find it greatly to his advantage to inform 
himself thoroughly as to the circumstances of those among whom 
he labors. He should systematically ascertain and make a note 
of, for future use, all that he can discover upon the following 
points, each of which will suggest persuasive arguments to an 
ingenious Agent : 

Who of my neighbors are uninsured ? If this inquiry be 
prosecuted thoroughly, an Agent will be greatly surprised to find 
how large a proportion of his neighbors and townsmen are still 
not insured, presenting a most inviting field for effort. 

Is such a one unmarried ? If unmarried, has he an aged 
parent, or young brother or sister, who is in dependent circum- 
stances ? 

Is he engaged to be married ? 

If married, how recently ? If not recently, has he children, 
and how many ? 

If a widower, has he a family of children whose circumstances 
will be straitened if he should die ? 

If married to a second wife, has he children by the first mar- 



10 agents' manual of the international 

riage for whom he may be solicitous to make a special pro- 
vision ? 

Is he engaged in a business which, though now successful, is 
of such a nature as to be liable to depreciation or reverses ? 

Is his property encumbered by a mortgage which might be 
paid off at his death by a life policy ? 

Is he already insured ; and if so, for what amount ? Is it 
for less than he can afford ? Cannot he be prevailed upon to 
duplicate it, to the extent of his ability ? 

These, and many other systematic inquiries, which will sug- 
gest themselves by experience, should be carefully made and 
promptly acted upon. 

Get Applications the Best Way to learn. 

The first step toward approving one's self a good and suc- 
cessful Agent is to learn how to get applications. Very little time 
need be wasted by an Agent in acquiring a knowledge of the 
whole science of Life Insurance. That would be a long and 
difficult task. All that is essential is an intelligent comprehen- 
sion of the general principles of the business, so as simply to 
enable the Agent to respond to the questions naturally arising in 
the mind of a person as to the merits of the different plans offered by 
all responsible Companies. If an Agent is wise, he will expend 
very little preliminary effort in studying up the theory of the science, 
but will apply himself without delay and with all his powers of 
persuasion, ingenuity, and influence of every kind, to the prac- 
tical work of getting applications. One application is the seed 
of another. It will encourage the Agent himself, by the success 
it marks, and the pecuniary advantages it brings ; and it will 
influence others by its example. We reiterate again and again 
to our Agents, " Get applications." Give all your exertions to 
this end. As Demosthenes alleged that the great secret of 
oratory was comprised in the words, "action, action, action;" 
so successful Agents, everywhere, agree that the great secret of 

S their success is to be found in the words, " applications, applica- 
tions, applications." 
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LIFE INSUEANCE AND TETJST COMPANY. 11 vl 



He must insure Himself. 

If an Agent would have others insure their lives, he must 
first insure his own. Failing to do this, he will often be non- 
plussed by the question, " Are you insured in this Company ? " 
If he is forced by the facts of the case to reply " No," he will 
find it extremely difficult to persuade others to do what he has 
himself declined to do. Men will doubt his earnestness when he 
presents to them the advantages of Life Insurance if he is him- 
self uninsured ; nor can he expect to prevail upon them to have 
faith in his company when he has failed to exhibit it himself. 

He must not confine Himself to Friends. 

It is a mistaken idea under which some Agents labor, that 
they cannot succeed and must not apply outside of the circle of 
their immediate friends and acquaintances. It is natural and 
right, and will unquestionably prove advantageous, to appeal to 
one's friends, without overlooking one of them. But many of 
the most successful Agents prefer to operate among entire 
strangers. Our advice would be that, not "overlooking his 
friends, an Agent should canvass every person in a street, ward, 
or city, as systematically and exhaustively as if he were com- 
piling a directory ; calling upon and striving to persuade every 
man— the mechanic, the merchant, the professional man, the 
clerk, and others— who is at all likely or able to insure ; only 
omitting to call upon those whom he knows will not or cannot 
insure, or deferring to another occasion such as would absorb 
time that may be employed to greater immediate advantage in 
another direction. 



He must extend his Acquaintances. 

Agents will derive material assistance from notes of intro 
luction to particular parties from their own personal friends 
rj and those whom they themselves insure. By the expenditure ^ 
\ of some effort and influence, an Agent may secure introductions / 

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AGENTS MANUAL OF THE INTEENATIONAL 



I 



to every person that he thinks open to insurance ; and thus he 
will be enabled to extend his circle of acquaintances almost indefi- 
nitely, and be saved the awkwardness natural to persons who are 
complete strangers to each other. 

When an Agent has succeeded in getting an application, it 
will be found to be an excellent mode of introduction to a new 
subject, and to afford a favorable opportunity for another so- 
licitation, if he will prevail upon the party making the appli- 
cation, when answering question twenty-six of the printed form, 
to refer to some particular friend who is not insured, or who he 
thinks may be influenced by his example. Upon taking the ap- 
plication to the friend for his certificate, an excellent opportu- 
nity will be afforded to urge him to " go and do likewise." 

Another effective method of extending your business acquaint- 
ance is to prevail upon your own intimate friends, and those with 
whom you may have become familiar from having insured them, 
to give you lists of persons with whom they are on terms of spe- 
cial intimacy, and to whom they are willing you shall plead their 
example and the weight of their recommendations and influence. 



Personal Solicitation all-important. 

Agents should ever bear in mind that nothing can be effected 
without direct personal solicitation. A note — no matter how elo- 
quently worded or strongly indorsed — will not bring a man to 
give you an application ; and an advertisement, however lengthy, 
will prove equally abortive. Nothing will be effective but the 
magnetism of personal contact ; combined with the tact and per- 
suasiveness with which you present your claims to their sympa- 
thy, and display the merits of your Company and the advantages 
of Life Insurance. Go, then, in person. Go when the party is at 
leisure. Go when he is alone. Be cautious not to be drawn into 
antagonism with him. Strive to make a favorable impression; 
for if a man contracts an aversion to the Agent, no Company can 
present sufficient attractions, and no business advantages large 
enough to counterbalance his dislike. All this is not inconsistent 



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LIFE INSURANCE AND TRUST COMPANY. 

with the most thorough manliness and the most laudable pride. 
There need be no insincerity, nor hypocrisy, nor sycophancy ; but 
merely a judicious observance of times and seasons, of courtesy 
and tact, in fine, of plain common-sense. 



The Procrastination Excuse. 

A great obstacle in the way of a Life Insurance Agent is the 
tendency of people to procrastinate — to put off till to-morrow, or 
next week, or some other " more convenient season " — that 
which can and ought to be done to-day. 

If an Agent yields to this tendency, he will never accomplish 
any thing. But he will find that, by the exercise of a discreet 
persistency, in a majority of instances, the excuse can be sur- 
mounted. Persons who are undecided naturally incline to pro- 
crastinate. They " put off" merely as a pretext, and because it 
is easier to do so than to come to a decision. And if an Agent is 
a man of discrimination and resolution, he will ask no more favor- 
able subject to operate upon than a person who is irresolute and 
undecided. A man who has obstinately made up his mind that he 
will not insure, is an unpromising, though far from a hopeless 
subject. But one whose mind is not made up, who is undecided, 
who is wavering, is half won already. He is trembling in the 
balance, and only a slight amount of address and energy will be 
required to turn the scale as the Agent wishes. It is the obser- 
vation of an experienced and successful solicitor that, as soon as 
he finds a party undecided and irresolute, he never leaves him till 
he has his application in his pocket. 

Not only the person solicited but the Agent himself has this 
same proneness to put off to another day what ought to be done 
now. An Agent is very apt to compromise with his convenience, 
or his inclination, by acting upon the idea that another time will 
suffice as well as the present for calling upon a party whom he 
has in view. But, in the mean time, another and more enterprising 
Agent may have carried off the prize. An Agent is also apt, after 
having nearly brought a person up to the sticking-point, to suffer 



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14 



AGENTS' MANUAL OF THE INTERNATIONAL 



some trivial difficulty, or a feeling of fatigue, or a sense of security, 
to intervene and postpone the completion of the all-important 
application to another day. But another day may make the man 
of another mind : he may have been seduced away by a competing 
Agent ; or he may have become cold and impracticable ; and all 
the past has been labor lost, or the ground will all have to be 
gone over again. The only true rule for the wide-awake Life In- 
surance Agent to act upon is to leave no work unfinished which 
can possibly be completed ; to " strike while the iron is hot ; " 
and never to trust any other time than the present 

About Occasional Effort. 

Occasional effort in the work of Life Insurance can never com- 
mand greatly successful results, any more than it can in the 
prosecution of any other business. To be rewarded by success, 
an Agent must put forth constant, unwearied, and systematic 
effort. Without labor there have never been any grand achieve- 
ments ; but by it all things may be overcome. This labor, then, 
is the price which an Agent must pay for the realization of great 
results ; and he will act wisely if he do not higgle about the 
terms. 

If an Agent will reflect that there is no other business by 
which such large pecuniary rewards can be secured without the 
outlay of any capital, as there may be by Life Insurance, he will per- 
ceive that it is to his immediate interest to devote to his work all 
the time and effort that it may require. He will be amply repaid 
for the expenditure. Every thing depends upon himself. If he 
works spasmodically, fitfully, and feebly, or if he is timid and 
irresolute in his mode of presenting his company to *the notice of 
the public, he cannot expect and he will not merit success. But 
if he is vigorous, persistent, zealous, and enterprising, these quali- 
ties will bring their own reward, in Life Insurance as in every 
other walk of life. 



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Insurers must be sought 

Agents should bear constantly in mind that men will not pre- 
sent themselves of their own accord to be insured. In almost 
every other business it is different from this. The buyer usually 
presents himself and asks for the commodity he needs. In Life 
Insurance the process is inverted. It must be carried to men. 
They must be called upon and their attention fastened upon it, 
even against their will. They must be made acquainted with the 
details of its operation, and its benefits must be made clear to 
them. They will not call upon the Agent and beg to be enlight- 
ened on these points, for, unfortunately, men generally are careless 
and indifferent regarding them. The information must be taken 
to them and the inducements made so apparent, that continued 
indifference makes them chargeable with folly, and even with 
criminal neglect. 

Antagonism not to be provoked. 

Be careful not to excite the antagonism of the party you are 
trying to influence. And, that this may be avoided, never allow 
yourself to be drawn into a heated discussion with him. Oppose 
as little as possible what he may advance. Either concede or 
evade his objections, if urged with vehemence ; and, by a skilful 
flank movement, bring up such points as he regards with more 
favor. An example, taken from actual experience, will best illus- 
trate this advice : An agent called upon a successful merchant 
who prided himself upon his knowledge of finance, in order to 
solicit an application from him. The Endowment plan of Insur- 
ance was the strong point of this Agent ; and as a rule he urged, 
and was able to influence, persons to insure in this mode in 
preference to any other. But very early in his interview with the 
party in question, that gentleman commenced a strong denuncia- 

Stion of the Endowment plan of Insurance on grounds of mere 1 
financial policy, and showed that for some reason he was especially , 



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16 agents' manual of the international 



irritable on the subject. The Agent wisely avoided being drawn 
into antagonism to him, though convinced that his arguments 
were untenable and might be rebutted. " But," said the Agent to 
himself, " I am not here to dispute or to argue with this man, but 
to insure him." So, admitting to the gentleman that there was 
great force in his objections, he brought the Ten-Payment Life 
plan to his notice as not being open to the faults that he per- 
ceived in the Endowment plan. Very soon the gentleman became 
interested, then favorably impressed, and finally an application 
was secured from him. Afterward it transpired that, a few days 
before, the gentleman had been involved in a discussion with a 
less judicious Agent, who had striven to force him to his views in 
favor of an Endowment policy, and they had parted mutually 
angry. This example carries its own lesson to Agents. 



Avoid Disputes with other Agents. 

An Agent should never suffer himself to be beguiled into con- 
troversies with other Agents, as to the demerits of their several 
Companies. Not only will bad feeling be engendered, if that error 
is fallen into, but valuable time will be lost which might have 
been devoted to a successful effort to procure an application. 
Moreover, those who witness such controversies, and who listen 
to the attempts on each side to depreciate the other, will be apt 
to think that neither is to be trusted. 

Again : Agents should never attack another Company. What- 
ever they may say against them may be turned against the gener- 
al interest which all Life Insurance Companies have in common ; 
and thus the Agent, or the Company which he represents, or the 
beneficent system of which he is the advocate, may be brought 
into disrepute or disfavor. As a general fact, Life Insurance 
Companies are worthy of public confidence, and an injury is done 
to all of them by an attack upon the reputation of any one of 
their number. 



cKT" " ° ^ / %^o 



Try for Large Policies. 

As a general rule, try to get large policies. Not that small 
policies. are undesirable, for the contrary is the fact ; and an ear- 
nest believer in Life Insurance — which every Agent should be, or 
he has mistaken his vocation— will desire to .spread its benefits 
among all classes, especially among the poor. But, as a matter 
of fact, a large policy from a prominent and wealthy man exerts 
a powerful influence, by the force of example, upon those who are 
less popular or wealthy. Besides, it requires no more time nor 
effort, no greater outlay of argument and persuasion, to secure a 
policy for $10,000 than it does to secure one for $1,000 ; while 
your own profit, as you are well aware, will be in proportion to 
the premium that is paid. 

Numerous Competitors no Injury. 

Be not discouraged if you find a great number of other Com- 
panies represented by other Agents, all of whom are diligently 
cultivating the same field as that to which you are assigned. The 
more thoroughly a field is worked the greater will be the crop ; 
and, if you are wide awake, industrious, and expert at your oc- 
cupation, you will often reap the fruits of seed that others have 
sown. Besides, in districts that are well worked, your labor will 
be lighter in proportion as the people are enlightened upon Life 
Insurance and understand its benefits. Where the ground is new 
and untilled, an immense amount of work is necessary to bring 
the public up to the requisite standard of knowledge. Where it 
is best understood, its merits will be generally recognized and the 
popular mind favorably prepared for it. 

Practical Suggestions. 

Xever persist in presenting your claims upon a business man 
. ^ when he is preoccupied or engaged. A person thus interrupted 
V will alwavs be irritable, and prone to dismiss you with an abrupt 



<^g> _ -^3£ 

18 agents' manual of the inteenational 

and peremptory refusal. Wait for a more favorable time, and 
your tact and delicacy will be rewarded by a patient hearing. 

Never attempt to persuade a person to insure with you in 
the presence of a third party. If you do, you will have two 
to one to contend against. Try and secure an interview when 
you can have him all to yourself and have his undivided 
attention. 

Do not lower your profession by becoming a bore and a nui- 
sance, nor by exaggeration and falsehood. Promise nothing but 
what can be performed. Convince those whom you canvass that, 
while you are obliged by a patient hearing, and esteem it a great 
favor to be allowed to unfold your business, they are themselves 
a party interested. Be modest in your demeanor, but yet show 
that you believe in and are not ashamed of your business. 

Try to get the party you are addressing to indicate a prefer- 
ence for some one of the plans you have to present over another. 
Defer to his expressed preference, if it be decided. Find out his 
age. Show him how little a policy would cost. When he begins 
to manifest an interest, exhibit an application, and lead him to 
assist you to commence filling it out. Thus, you will gradually 
exchange action for indecision, and induce him to commit himself 
to the contract implied in the application. 

Call on young men who are about to be married, and show 
them how graceful and appropriate an act it would be, and what 
an evidence of their confidence and affection, to take out a policy 
for the benefit of a betrothed. 

Call on young persons who have just been married; and, 
while their affections are warm and lively, urge them to insure for 
the benefit of their young brides. 

Call upon all young men, whether married or single, and de- 
monstrate to them how cheaply insurance can be effected, and the 
advantages that will flow from it. 

Ascertain the birthdays of your acquaintances, and induce 
parents to make a birthday present of a life policy to their 
sons. So also of sons to their parents, or one brother to 
another. 





LIFE INSUEANCE AND TEUST COMPANY. 19 



Get invited to call again. 

If it is clear to jour judgment that a party cannot be induced 
to give you an application at present, be cautious not to make 
the blunder of forcing him into a rejection of your suit. Better 
let him remain irresolute and undecided, and therefore still open 
to conviction. There is always hope so long as he does not give 
you a peremptory " no." By the exercise of tact and adroitness 
you can lead him to give you a general invitation to call again, or, 
better still, to fix a time for you to call. If you can manage to 
get him to accede to such an appointment, a great point will have 
been gained, and your way materially smoothed. 

Concentrate Attention. 

When you are trying to persuade a man to give you a policy, 
do not think it necessary to teach him the whole science of Life In- 
surance. Be careful not to overdo the matter by undue loquacity, 
or seek to " talk him down." You will weary him to death if 
you act upon that plan, and will inevitably disgust him with your- 
self, with your Company, with Life Insurance, and with all that 
appertains to it. He will recall the words of an old poet — 

" She told me I should surely never perish 
By famine, poison, or the enemy's sword ; 
The hectic fever, cough, or pleurisy, 
Should never hurt me, nor the tardy gout ; 
But, in my time, I should be once surprised 
By a strong, tedious talker, that should vex 
And almost bring me to consumption," 

and he will flee from you as he would from famine or a pestilence. 
Contrary to this, study to be as concise and as little of a bore as 
possible. Strive to concentrate, not to disperse and distract, your 
own efforts and the attention of the person you seek to insure. 
Exert your ingenuity to ascertain his surroundings, and what mode 
of insurance is best adapted to them. Fix his thoughts on those 
merits and advantages of insurance which are peculiarly suitable 
to his case. Select some one of the plans you have to offer — for 

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^g/3 : —&&£ 

20 agents' manual of the inteenational 

instance, the Ten-Payment Plan — and concentrate his attention, 
almost exclusively, upon it and its benefits. Show its superiority 
over the other plans — without depreciating them, however — in the 
points of its comparative cheapness, the brevity of its period of 
payments, the security it affords against forfeiture, and its profita- 
bleness as an investment. In a, large majority of cases, as expe- 
rience has shown, the interest of the party solicited will be 
enlisted by these means, and he will take the kind of policy which 
the Agent had previously made up his mind to procure. If, on 
the other hand, an Agent has no choice of his own, and no defi- 
nite plan to propose, but wanders himself, and causes the person 
he would influence to wander, over all the various plans that may 
be suggested, the end will be that he will only create " confusion 
worse confounded " in the mind of his hearer, and produce a pro- 
found weariness and distaste for every thing that bears the most 
remote relation to Life Insurance. 

Arguments and Inducements. 

It is natural that Agents should wish to be amply fortified 
with persuasive arguments and inviting inducements, by means of 
which they may the more easily influence applications. And, to 
meet this want, some Companies and Agents have been misled 
into the adoption of a policy which ultimately reacts to the dis- 
advantage of themselves and the public. Companies have been 
induced to propose new -and untried kinds of Insurance, which 
either have not been tested by experience or have been condemned 
by it ; Agents have been beguiled into making proynises which it 
has been impossible to fulfil ; and the public, smarting under the 
non-fulfilment of expectations they had been led to entertain, 
have contracted a distrust of Life Insurance generally, and refuse* 
to avail of its benefits. Aside from the immorality of such a 
course, it is unnecessary and impolitic. Legitimate Life Insurance 
affords solid and unquestionable advantages, in sufficient abun- 
dance to satisfy all reasonable demands ; and any attempt to sup- 
plement these by visionary or impracticable schemes can result 
only in disappointment on the one hand and disaster on the other. 



1 




%g/3 ■ ■ 

LIFE INSTJEANCE AND TEUST COMPANY. 

Avoiding all such schemes, The International Life Insurance 
and Trust Company, while it will write every approved kind of 
policy which has stood the test of experience, and is written by 
other sound Companies, rejects all plans that are doubtful and 
untried. Its motto is, economy, security, stability, and a per- 
manent FULFILMENT OF ALL ITS .ENGAGEMENTS. It therefore WOuld 

impress upon its Agents the policy of presenting the conservatism 
of this Company as a strong inducement for insuring with it ; 
and urges them in all their representations to have the strictest 
regard to truth. Especially should they steer clear of the error 
of promising that which cannot be performed. 

For the guidance of Agents, attention is invited to the follow- 
ing recapitulation of the advantages this Company offers — some 
of which are peculiar to it : 

1. The International Life Insurance and Trust Company is 
conducted upon the mutual plan, by which policy-holders are en- 
titled to a participation in the profits. 

2. Its policies are secured against forfeiture by their specific 
terms. 

3. It offers especial advantages to the young by equitably 
proportioning their premiums to their age. In most other Com- 
panies, persons under 25 are charged the same premium as those 
who have attained that age; and in nearly all the remaining 
Companies those who are under 20 pay the same as those at 20. 
On the other hand, this Company charges all persons, from 15 to 
24 inclusive, pro rata, according to their age. Thus a person of 
15 pays $15.66 per year, a person of 16 pays $15.85 per year, a 
person of 17 pays $16.16 per year, a person of 18 pays $16.49, 
and a person of 19 pays $16.83 per year, to insure $1,000; while 
other Companies charge all these ages one common rate, varying 
from $17.00 to $19.89 per year, for $1,000 of insurance. This 
feature is peculiarly worthy of the attention of Agents. And in 
this connection the fact is worthy of observation, that young 
persons from 15 to 23 have been systematically overlooked by the 
body of solicitors, and afford an inviting field for effort. 

4. The business of the Company is conducted with a rigid re- 

— : ; -e^> 




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22 



agents' manual. 



gard to economy. It allows only moderate salaries and commis- 
sions, respectively, to its Officers and Agents. This is a strong 
argument, of which an acute Agent will not be slow to avail him- 
self. None know better than experienced Agents that the weak 
spot of Life Insurance, in the estimation of the public, is the ex- 
pense involved in the high rate of commissions allowed by some 
Companies to Agents. The public feel that this is so much ab- 
stracted from the policy-holder, nor can they be made to under- 
stand how it can be legitimately afforded. And this reacts upon 
the Agent. Each one of our Agents is aware — from his own ex- 
perience — that our Company is not open to this objection; and 
he can convert the fact into an argument to prevail on the public 
to insure with us. 

5. This Company does not charge the policy-holder any fee 
for the policy or for the revenue stamp accompanying it. 

6. It has a chartered capital of $500,000, of which $200,000 
is paid up ; and it deposits with the State Treasurer $100,000 as 
a perpetual guarantee for the security of policy-holders. 

*I. It makes no extra charge of premium to females, railroad 
conductors, or police officers. 

8. It affords the fullest legal security to MARRIED WOMEN, 

WITHOUT ANY LIMITATION OF THE AMOUNT OF PREMIUM they may 

pay. By its charter, a WIFE may insure the life of a husband 

FOR THE BENEFIT OF HERSELF OR THEIR CHILDREN ; Or, a HUSBAND 

may insure his own life for the benefit of his wife and chil- 
dren ; or CHILDREN may insure the life of a parent, for their 
own benefit ; in each case, free from any liability to the 
creditors or representatives of the husband or parent. By 
this provision, which is original with and peculiar to this Com- 
pany, a husband, even if he be insolvent, may invest premium for 
the benefit of his wife and children, free from liability to creditors. 
In all other Companies, so far as we have examined, if it can be 
proven that the husband was insolvent when the premiums were 
paid by him, the creditors can put in a claim for the amount of 
the policy. 




-e*st$ 



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PART II. 



NSTRUCTIONS TO AGENTS 



j* 




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^*ag? 



B 



APPLICATIONS. 



Agents cannot exercise too great care in filling out and com- 
pleting applications. They should be made as perfect as possible 
before transmission to the Home Office, not only for the interest 
of the Company but for the protection of the assured. An im- 
portant omission would necessitate the return of an application to 
the Agent for correction, thu3 delaying the completion of the 
policy and postponing the realization of the commission earned 
by the Agent. Besides, delays are proverbially dangerous ; and, 
discouraged by them, parties may in the mean while insure else- 
where. That Agents may not contribute to delays by defects in 
applications, we invite their attention to the following sugges- 
tions : 

Be reasonably sure that those from whom you seek to get ap- 
plications are in sound health. Otherwise you may expend a great 
deal of valuable time fruitlessly. 

Applications should be invariably filled out in ink. 

The name of the party for whose benefit the policy is to be 
made, as well as of the party whose life is insured, should always 
he fully stated. If it is to be for the benefit of a wife, it is not 
sufficient to write the word " wife," but her full name must be 
written. So also when for the benefit of children. And as this 
part of an application is of vital interest to the insurer, inasmuch 
as by it direction is given to the amount of the Insurance, great 
pains should be taken by the Agent to ascertain and express the 
wishes of the insured. Let him distinctly state whether the policy 
is for the benefit of himself of his legal heirs and representatives, 
of his wife alone, of his wife and children, of his wife as trustee of 
their children, or of his children collectively or individually. 

S Always state whether the premium is to be paid annually, 
semi-annually, or quarterly. 



< te^ 



26 



■C&8 



AGENTS 7 MANUAL OF THE INTEENATIONAL 



In reply to question four of application, as to the kind of policy 
desired,, if the premiums are to be paid annually for life, designate 
the kind of policy by the words " Ordinary Annual Life ; " if they 
are to be paid in ten payments, call it " Ten-Payment Life ; " if it 
be an endowment policy payable at death or in fifteen years, call 
it " Fifteen Year Endowment," and in like manner of the others 
of this class ; if it be a ten-payment endowment, payable at death 
or in fifteen years, call it " Fifteen Year Ten-Payment Endow- 
ment." So also of all the other kinds, merely changing the term 
of the insurance. 

Compare the replies made by the applicant, as to the " date 
of birth " and the " age at nearest birthday.'' If these do not 
correspond, see that they are made to do so. 

Be careful that the applicant replies unreservedly to all the 
questions bearing upon his past or present health. If he has had 
any disease, let the severity and duration of the attack be briefly 
but clearly stated, how long since it occurred, whether it has left 
any bad effects, and if there has been any return. It is the duty 
of the Agent to see that the applicant makes no concealment , 
whether intentional or unintentional ; since the statements made 
in the application are the basis of the contract contained in the 
policy. 

Let the replies bearing upon the family history be as explicit 
as possible — especially as to the age at death, and the disease re- 
sulting in death. 

Under the heads of the health of the party and his family his- 
tory, get specific replies as to whether he, his parents, his brothers 
or sisters, have or have not had consumption, rheumatism, or 
heart-disease, or whether any of them died from either of those 
complaints. In case the applicant does not know the precise dis- 
ease of which members of his family died, it is indispensable he 
should be able to state positively that death was not caused by 
any form of consumption, insanity, or heart-disease. 

In reply to question twenty-seven, whether an application has 
been made to another Company, let the person say distinctly, ac- 
cording to the real fact of the case, "Never been refused,'' or 



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Qq^3 €^P 

) LIFE INSURANCE AND TRUST COMPANY. 27 ( 

" Refused by Life Insurance Company," adding the reason 

for refusal, if aware of it. 

When the replies of the applicant are all made, suffer as little 
time as possible to elapse before having the medical examination 
made. The sooner this can be done, the better for the interests 
of all concerned. 

If the applicant fails to pass the medical examination, forward 
the application to the Home Office, the same as if he had passed ; 
since, among other reasons for so doing, it will afford the Com- 
pany evidence of the fee paid the Medical Examiner by the Agent. 
If the party passes, fill up the blank recommendation on the left- 
hand margin of the application with your name and agency. 

If an application is made by a husband for the benefit of his 
wife, he will sign it for his wife, thus : " Eliza Smith per John 
Smith ; " resigning his own name underneath. The signature of 
the applicant should always be witnessed by the Agent or some 
other suitable person. 

Agents should be sure that the final question (28) of the 
application, and the declaration and agreement following immedi- 
ately after it, are read by the applicant before he attaches his 
signature. 

Never take a person to the Medical Examiner to be examined 
until all the questions in the application have been fully answered 
and reduced to writing, and the friend's certificate obtained. When 
all the questions have been answered, place it in the hands of the 
Medical Examiner, that he may familiarize himself with the facts 
it recites bearing upon the history and condition of the applicant, 
before examining him. 

Never disclose the answers of the Medical Examiner as to the 
health of an applicant — especially if they be unfavorable. The 
medical examination is strictly confidential, and should be so re- 
garded by every Agent. 

The blank in the application, to be answered by the family 
physician of the applicant, should always be filled unless waived 
by the Medical Examiner ; in which case he will indorse across it 
" Statement of family physician not required." If the statement Q 

$=^ : e^b? 




AGENTS 7 MANUAL OF THE INTERNATIONAL 



of the family physician is deemed necessary, it must be procured 
by the applicant at his own expense. 

When an application is fully completed, forward it to the 
General Agent under whom you are acting ; or to the Home Office, 
if you derive your appointment as Agent directly from it. It need 
not be accompanied by a letter of advice ; all that is needed as 
evidence that you think the risk a desirable one being, that you 
sign your name to the blank recommendation on the left-hand 
margin of the application. 

Agents should bear in mind that, important as success in pro- 
curing applications may be, the Company will suffer loss (at least 
to the extent of the medical fee and policy stamp), and the Agent 
himself will derive no compensation, if the policy, ultimately, be 
not taken. It is, therefore, requisite that, before incurring the 
expense of medical examination, an Agent should have a well- 
grounded belief in the good faith of an applicant, and be assured 
of his purpose and ability to pay the premium on his policy when 
it is presented. 

The Company reserves the right to reject an application, even 
though the risk be recommended by the Agent, and the local 
Medical Examiner. Such instances will be rare, but when they 
occur will be for good reasons. 

Policies. 

Agents should personally deliver policies and collect the 
premiums on them, as soon as possible after they are received 
from the Home Office. Delay in this often results in a change of 
views by the applicant. This injunction ought to be promptly 
attended to', or there will be a large proportion of returned policies, 
to the mutual loss of the Company and the Agent. 

A policy should never be delivered unless the premium is 
paid. When the premium is paid, and not until then, the Agent 
will countersign the policy in the blank left for that purpose, at 
the foot of the policy. At the same time he will also affix the 
revenue stamp accompanying the policy, and cancel it. 



i? 



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LIFE INSURANCE AND TRUST COMPANY. 29 

No policy is binding upon the Company unless the premium is 
paid. 

If an Agent countersigns and delivers a policy before he has 
received the premium, he does so at his own risk, and will be held 
accountable for the amount. And any Agent, who advances for 
persons insured, does so upon his own personal and private ac- 
count. 

The revenue stamp necessary to be affixed to the policy will 
invariably accompany it. This stamp should never be pasted on 
nor cancelled unless the premium is paid. For all stamps attached 
to unpaid policies, or destroyed or cancelled in violation of this 
rule, the Agent will be held chargeable. If the policy is declined, 
the stamp must be returned with it to this office. 

When a policy has remained unpaid more than thirty days 
after being received by the Agent, it must be returned to the 
Home Office to be cancelled ; nor should it in any event be de- 
livered if an unfavorable change has taken place in the health of 
the party in the interval. If the Agent has any doubt on this 
point he should require the party, at his own expense, to procure 
the certificate of the Medical Examiner that the party is in sound 
health. 

If, at any time after an application has been forwarded and 
the policy delivered, the Agent should learn any fact respecting 
the health, habits, or family history of the applicant which ren- 
ders the risk more hazardous, he should immediately inform the 
Company fully on the subject, and retain the policy until instruc- 
tions are received from the Home Office. 

Agents can receive premiums at the time of taking the appli- 
cation, but must not receipt for them in the name of the Company 
or as its Agent. If a receipt is desired, give your individual re- 
ceipt only, stating that the money paid will be returned if a policy 
is not granted. If you can possibly collect the premium when 
you get the application you will preclude the applicant from any 
change of mind, as well as from the interference of rival Agents. 

Agents* are not authorized to indorse permits on policies ; to 
name extra risks of any kind ; to make, alter, or discharge con- 
tracts, or to waive forfeitures. 

c£S^- : 



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30 agents' manual of the international 



o 



Paid-up Policies. 

Agents will remember that by the specific terms of the policies 
of this Company it is promised and agreed that if an ordinary an- 
nual policy is surrendered while it is in force, after the payment 
of three or more annual premiums, a paid-up policy will be issued 
for the full amount of the premiums paid. Also that, in the case 
of ten-payment policies, it is promised and agreed that if the 
policy is surrendered while it is in force, after the payment of two 
or more annual premiums, a paid-up policy will be issued for as 
many tenths of the amount insured as there have been annual 
premiums paid. Similar agreements are made as to other policies, 
the premiums on which are payable in a specified number of 
years. 

As these guarantees form one of the special features of this 
Company by which insurers are protected against the lapse or 
forfeiture of their policies, Agents are particularly requested to 
extend every aid in their power to secure their advantages to 
policy-holders, in case they are unable to continue the payment 
of their premiums. They will, therefore, observe the following 
rules : 

1. In order to secure a paid-up policy, the original policy must 
be returned to the Home Office before the next annual premium 
has become due. The policy should be returned through the 
Agent. 

2. It is the desire of this Company that no policy should lapse 
or become forfeited ; and, if the policy-holder will take the simple 
precaution above prescribed, his policy need not become lapsed. 
But in all cases this course must be pursued ; and the Company 
cannot be held responsible if the policy-holder refuses or neglects 
to avail himself of the provision intended for his benefit. 

3. In all cases where a policy-holder fails to pay the premium 
on his policy when it is due, the policy becomes void ; and it is 

Sthen too late to apply for a paid-up policy. This rule will be 
rigidly adhered to. 




esSR 

LIFE INSURANCE AND TRUST COMPANY. 31 N 



Premiums and Renewals. 

Premiums may be paid annually, semi-annually, or quarterly. 
In calculating the premiums the following rule will be observed 
for those which are quarterly or semi-annual : For quarterly, add 
six per cent, and divide the product by four ; for semi-annual, add 
four per cent, and divide by two. 

It is mutually to the interest of the Agent and the Company 
that premiums should be paid annually, if possible. If they are 
payable semi-annually the Agent will expend twice, and if quar- 
terly four times the time and trouble that would be required if they 
were paid annually. Besides, the Agent receives his commissions 
on the amount of premium actually paid : if the premium be paid 
quarterly, the commission is cast on one-quarter of the annual 
premium ; if semi-annually, on one-half of the annual premium ; 
and if annually, on the whole amount of the annual premium. It 
is therefore greatly to the immediate pecuniary advantage of the 
Agent to make the premiums payable in the largest sum and as 
seldom as practicable. 

Agents are authorized to receive Renewal Premiums which are 
not past due, but not to give receipts for them in the name of the 
Company. If a policy-holder tenders payment of a premium of 
this kind for which no receipt has yet been received, the Agent 
may give his individual receipt for the money, in which he stipu- 
lates that it shall be exchanged for the receipt of the Company 
when it comes to hand, and that if the Company receipt is not 
forwarded the money is to be returned. 

Renewal receipts will be sent to Agents ten days before they 
are due ; and to be valid they must be signed by the President 
and Secretary. These receipts must be countersigned by the 
Agent when he receives the premium, and not before. If any re- 
newal receipts remain unpaid and past due, they must be returned 
to this office with your monthly account. 

If, when the premium is past due and unpaid, the policy be- 
^ comes forfeited in accordance with its terms, the Company may, 
>v as an act of grace and courtesy, renew such policies (but does not 



9^^ 



32 



AGENTS 7 MANUAL OF THE INTERNATIONAL 




pledge itself to do so), upon the assured furnishing to it, at his 
o\vn expense, satisfactory proof, or the Examining Physician's 
certificate, showing that he is still a good risk. Upon the receipt 
of this certificate the Agent will be advised whether the policy is 
renewed or not, and will be governed accordingly. 

The collection of premiums is strictly a cash business ; and 
Agents are prohibited from delivering policies or renewal receipts 
before the money is paid for them. If they depart from this in- 
junction, they do so at their own risk. 

All moneys received by Agents for this Company on account 
of premiums, etc., are a fiduciary trust in their hands, which they 
are enjoined not to use for any purposes whatever. They must be 
faithfully remitted to the Company, after deducting the fees paid 
the Medical Examiner, postage, exchange (not to exceed one-fourth 
of one per cent.), and commissions as per contract. 

Accounts with Home Office. 

Agents' accounts must be rendered monthly, and the balance 
due the Company be remitted in a draft on New York or post- 
office order. 

On the 25th of each month, and before the 1st of the follow- 
ing month, Agents will make up and forward their account with 
the Company— as per blanks furnished. They will charge them- 
selves with all premiums and interest collected — giving in detail 
the number of policy and name of assured, the several amounts 
of premium paid and date of payment. They will credit them- 
selves with, their commissions, postage, exchange (not to exceed 
one-quarter of one per cent.), and bills of Medical Examiner — the 
latter to be accompanied by vouchers. The cash balance due the 
Company must be promptly remitted as above. 

No other charges than those above mentioned will be allowed, 
unless by express permission from the Home Office. When 
other charges have been authorized, vouchers must always accom- 
pany the statement of them. 

With the regular monthly account there must be returned to ^> 
this office all policies in hands of Agents over thirty days, and all / 



j@0- 



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o^> ■■ -&s£ 

/ LIFE INSURANCE AND TRUST COMPANY. 33 V 

unpaid and past due renewal receipts ; together with a list of all 
policies or renewal receipts remaining in their hands and held 
over for collection. 

Permits and Extra Rates. 

Permits to travel beyond the limits prescribed in policies must 
not be granted by Agents, but will be furnished by the Home 
Office, upon application being made. 

Under these permits parties will be allowed, without charge of 
extra premium, to travel on the ordinary routes of inland travel, 
by the usual modes of conveyance ; and to travel and reside in 
Europe, New Brunswick, Nova Scotia, and Canada ; and to go as 
passenger between any of the Atlantic ports of the United States 
and Europe or California. 

Permits will be granted by the Company, upon application to 
the Home Office, to visit any part of the world, without forfeiture 
of policy, charging only such a moderate extra premium as will 
cover the extra risk. 

Policy-holders who purpose making a sea voyage should 
always notify the Company of the name of the vessel and her 
time of sailing, so that we may protect the interests of all con- 
cerned by reinsurance, if made necessary by too large an amount 
being at risk on one vessel. 

Females, railroad conductors, and policemen, are insured by 
this Company without extra charge of premium. Persons pur- 
suing occupations deemed peculiarly hazardous will be charged 
such extra rates as will cover the extra hazard ; but Agents are 
not authorized to establish extra rates, and must in all cases refer 
applications for them to the Home Office before making a rate. 

Extra rates are always charged as a percentage on the amount 
insured, and not on the amount of premium. 

Medical Examiners. 

It is of vital importance that the Medical Examiner be a man 
of skill in his profession, and of unimpeachable integrity. 



9^e— 



34 



AGENTS 7 MAXUAL OF TIIE IXTEEXATTONAL 



n 



In cases where the Company has no local Medical Examiner 
already appointed, Agents will take pains to select one combining 
the above requisites, whom they will nominate to the Company. 

Blank forms will be furnished Agents, which they will cause 
the person selected as Medical Examiner to fill out, stating when 
and where he graduated, how long he has practised, and referring 
to brother practitioners for his personal and professional stand- 
ing. Where it is possible, such reference should be to some 
physician in New York, Philadelphia, Boston, or New Jersey. 

The Medical Examiner is entirely independent of the Agent, 
and no attempt should be made to influence or coerce his judg- 
ment by the t Agent. Strict attention must be paid to this in- 
junction. 

The fee of the Medical Examiner is from one to three dollars, 
depending upon circumstances ; and it must be paid to him by 
the Agent, whether he recommends the candidate or not. When 
the fee is paid, the Agent will take a receipt, giving the name of 
the person examined and the date of the examination. This re- 
ceipt should be forwarded by the Agent as a voucher, when he 
renders his monthly statement to this office. 

General. 

If there is a General Agent of the Company for the State or 
District in which you reside, from whom you derive your appoint- 
ment as Agent, all your business with the Company must be 
transacted through him. 

When writing about a policy, always refer to it by its number 
and the name of the party insured by it. 

Agents should never offer to divide their commissions with 
the persons whom they insure. Such a course would lessen the 
remuneration and injure the business of other Agents, as well as 
their own. 

Agents must not, in any event, charge a fee for the policy as 
one of their perquisites. No charge for policy fee is one of the 
special inducements held out by this Company to persons to in- 
sure with it. 




^O 



Qqo^ 

LIFE INSURANCE AND TRUST COMPANY. 



Proof of Claim. 

In case of the death of an insured person, immediate notice 
should be given to the Company, whereupon blank forms for the 
required proofs will be forwarded. 

When the policy is for the benefit of a wife, the check of the 
Company payable to her order will be issued, and her receipt and 
the policy surrendered is all that is required ; but, when a party 
insures his life for his own benefit, the amount must be collected 
by an executor or an administrator legally authorized to settle 
the estate ; or, if for the benefit of a minor, by a legally-appointed 
guardian ; and the official certificate of the Probate Judge or Sur- 
rogate of the county to that effect must be presented at the office 
of the Company, with the policy and the receipt of the executor, 
administrator, or guardian. 



jL I 



:S 



